Sales Prospecting can be quite a time and cost-intensive process. Especially so for businesses who’re looking to grow their business predictably. So sales teams typically invest in sales prospecting tools and processes that help them scale their prospecting workflows.
In the realm of lucrative businesses, wouldn’t you like to build one where you don’t need to have a product to sell and still make a high income? Somewhat similar to affiliate marketing, a lead generation business generates leads and sells existing products and services for a fee.
In the United States alone, there are over 30 million small businesses that generate trillions of dollars in revenues combined. So for small business lead generation companies, there’s an almost never-ending stream of opportunities to make commissions off of.
30% of sales professionals believe that having introduced lead nurturing has been the most significant benefit to their team, resulting in better responses to campaigns and easier segmentation.
Lead nurturing plays an essential role in high converting sales processes. It helps your leads deeply understand your product and guides them to make a purchase decision. Teams that are good at nurturing their leads generate 50% more sales-ready leads at ⅔ the cost.
Referred customers were found to contribute 25% more margins in sales compared to all other customers.
If your customers are happy with your product, they are likely to talk about it with others who might find it useful. When you close such customers who’ve been introduced by existing customers, you have effectively got a referral sale. In theory- your client has done the selling for you, without you spending a penny.
Lead Qualification is a very important part of the sales cycle. It is directly responsible for feeding your pipeline with high-quality leads that eventually close. It also happens to be the driving force behind conversions and productivity across the most successful sales teams we’ve seen.
If done right, you can bring in the most revenues you’ve ever brought in and make this a competitive advantage for your organization. In this blog, we’ll explore how to choose, build, and tweak your lead qualification process.
Long sales cycles are a widely known problem among sales teams of all sizes.
Longer sales cycles will mean you have fewer leads engaged per unit time. Hence lesser time you use to engage high priority customers. It would result in slow and painful growth and increasing lead churn.
However, you can fix all of that – by shortening your sales cycle. A shorter sales cycle will help you close faster and close more.
There often comes a state in Sales, especially for new teams, when almost everything seems to be going haywire.
You do not see the results you need, not sure why.
At the very worst, you wouldn’t know what to do about it and get stalled. Getting in this situation will have a profound effect on your organization’s goals.
Some of the best performing Sales teams worldwide profoundly understand and master their Sales cycles. In the book Cracking the Sales Management Code, author Jason Jordan’s research shows that companies with Sales processes bring in 18% more revenue.
Experiential marketing, social media influencers, user-generated content and voice search optimization are all topping the lists of the latest and greatest marketing trends, but one old-school standard still remains a top choice for marketers in-the-know – email. Email marketing is still an essential tool for generating and nurturing leads.
Check out a few stats that clearly show how relevant email still is and how important this channel is to your overall marketing mix:
Let’s imagine that your marketing team has done an awesome job generating tons of fresh new sales leads.
As a salesperson, you’re now looking at a mile long list of names/emails/phone numbers, and you’re starting to scratch your brain because you have no idea where to go from here.
If you’re in the sales or marketing team, you are naturally bound to make a lot of lead qualification. Unfortunately, this task could get a tad tricky.
Since the sales process requires that you constantly evaluate your prospects at various stages of their buying journey, you are left in a constant guessing game whether to qualify or disqualify your lead.